Health Insurance Underwriter

Workshop Descriptions
Consumerism — Helping Guide Members to a
Total Benefit Solution

1: 30 p.m. - 2: 30 p.m.

Selling Voluntary Benefits in a Tight Economy

4:00 p.m. - 5:00 p.m.

Featuring: Thomas J. Gibb, Segment Leader, Group & Voluntary Benefits, Humana

This presentation will provide you with solid examples of proven solutions that will help you get new clients and keep them. Find out how a variety of products mesh with the idea of an empowered consumer and how electronic solutions easily deliver the message. Discover new sales tools that will educate consumers and please employers. Thomas will cover key communications to use at each step of the sale, as well as what to do to keep customer satisfaction high on an ongoing basis.

Learner outcomes:

• Learn essential ways to minimize costs.

• Discover ways to increase impact of voluntary benefits.

• Take key steps to reduce risk.

Power to the Patient: Managing Health Care
Costs by Managing Demand
1: 30 p.m. - 2: 30 p.m.; repeated 2: 45 p.m. - 3: 45 p.m.

Featuring: Erich Sternberg, President, Starmount Life Insurance Company and AlwaysCare Benefits

Employers are seeking ways to confront the many pitfalls of an uncertain economy, including evaluating the way they fund employee benefits. In order to keep employee satisfaction levels high, and as a mitigating factor to the rise of medical cost-shifting, more employers are offering a broad variety of voluntary products.

This session looks at today’s economy and explores how to use voluntary benefits in a way that will provide maximum value for both the employer and employee.

Learner outcomes:

• Use voluntary products as a part of a comprehensive employee benefits program.

• Provide value based on corporate and individual employee needs.

Building a Five-Year Business Plan for Employee Benefits 1: 30 p.m. - 2: 30 p.m.; repeated 2: 45 p.m. - 3: 45 p.m.

Featuring: Elaine Frank, Vice President, American Institute for Preventive Medicine

One way to reduce health care costs is to reduce the overall demand for medical services. In light of the fact that approximately 55% of all emergency-room visits are for nonurgent problems and about 25% of all physician visits could have been treated at home, managing demand by providing self-care information is critical. This session will help employees and their families learn to recognize when they need medical assistance and when they can take care of themselves. The presentation will address the characteristics of successful demand-management programs, including goals, strategies, material selection, workshops, telephonic advice lines, software and promotional activities. Finally, the results from 20 self-care studies that demonstrated significant savings in just nine months will be presented.

Learner outcomes:

• Understand characteristics of a successful management program.

• Learn how to obtain savings per employee in nine months.

Featuring: Tom Jacobs, CEO, and Ric Joyner, President, eflexgroup

Many successful brokers are taking a proactive/consulta-tive approach in helping to manage clients’ employee health benefits program. With the challenges of higher premiums and employers needing to pull back on benefits being offered, employers are looking for help in maintaining a viable benefit for employees and for a roadmap for handling their health benefits over time. Much like a business plan for starting and growing a business, a five-year business plan for employee benefits can help employers keep their objectives on track, and help brokers lock in their client base. This seminar will review the current market drivers, the tools available to brokers and employers in a variety of insurance and wellness products, and how to lay out a five-year plan to implement a benefits strategy that is proactive rather than reactive.